Michael Bentley

Author Archives

  • Mind how you go – mindfulness at work

    Does your mind ever wander? Do you ever get distracted from what you’re supposed to be doing by something much more interesting? Do you ever speak without thinking? Do you ever feel overwhelmed by the sheer variety of what you’ve got to do? If you’re answering no to these questions, you’re probably quite a mindful […]

  • Outbound telephone sales – getting it wrong

    Stuck in the middle of a global pandemic as we are, with customers (potential and actual) confined, locked-down and quarantined, the chances are more (most?) of your sales right now are online or done by phone. Online we can leave to your fantastic, user-friendly website design (!?) but it’s a good time to think about […]

  • 5 Principles of B2B Sales

    B2B? B2C? What’s in a letter? Sales is sales, right?! Not so much. Selling to businesses is not the same as selling to consumers, the end users of the product or service. Simply put, you’re aiming at a different target so, naturally, the approach should be different too. If you’re offering goods or services to […]

  • Deck the halls – an HR Christmas checklist

    ‘Tis the season to be jolly! However, while nobody wants to be the clichéd HR killjoy… not too jolly? Sorry, but vicarious liability (“In a workplace context, an employer can be liable for the acts or omissions of its employees, provided it can be shown that they took place in the course of their employment.” […]

  • Health, safety and… wellness

    Once upon a time, health and safety was about complying with legislation and guarding against physical accident or injury in the workplace. However, the contemporary view of an employer’s responsibilities goes a little wider. Legislative compliance? Of course. Making sure no one trips over an exposed cable? Obviously. But these days, it’s much more than […]

  • Sales – a closing conversation

    When you’re closing a sale with a new prospect, what do you actually want? Just another entry in the order book, another deposit in the company accounts? No, you’re looking for more than that. You know that a sale is not a conclusion, it’s actually the beginning of something, of a new customer relationship (hopefully, […]

  • Directorship – a skilful role

    Some might say that in a director role, experience is what counts. Where have you been? What have you achieved? What knowledge and insightful perspectives do you bring? And they’d be right. Experience is important. But it’s far from all. As a director, you’re a manager of managers. You’re tasked with taking the big picture […]

  • The art of negotiating

    It would be easy (maybe even tempting) to define negotiation as a process of ‘getting what you want’. In fact, google for quotations about negotiation and you’ll find soundbites from business heads and politicians talking about winners and losers. But that’s a very limiting definition and not one that will help your business long-term. In […]

  • Project Management – 3 Ways To Map A Stakeholder

    What’s the biggest source of uncertainty in any project? Is it insufficient resources? Overtight deadlines? Of course not. It’s people. Or, as they’re known in project management terms: stakeholders. Is everybody a stakeholder? Naturally not. A ‘stakeholder’ is any person that has an interest in, a connection to, or is affected by… your project. So, […]

  • Top 5 essentials for financial awareness

    As Liza Minnelli famously sang, “Money makes the world go around.” And the same applies to businesses and organisations – no matter what your operating goals and principles are, whether you’re public, private or charity sector, you need money. And if you’re a manager or executive, you need to understand money. However, all too often, […]